Job Description
We are looking for an inspiring results-oriented Senior Director to manage the AWS Cloud Specialist team in NAMER and LATAM. This is a high impact and quota carrying role leading our strategic partnership with AWS. This individual must have credibility at the Executive level to build relationships with senior stakeholders at AWS and MongoDB.
This individual will own the Go-to-Market (GTM) strategy with AWS in NAMER & LATAM and will be responsible for leading their team to generate incremental pipeline via our cloud partnerships growing deal size accelerating sales cycles and closing business leveraging our partner programs. Must be located in the US with the ability to commute into a central office location on a regular basis.The role will work closely with AWS & MongoDB Sales Leadership Solution Architects Marketing and Sales Operations all geared towards the success of the region.
We are looking to speak to candidates who are based in Austin TX for our hybrid working model.
Responsibilities:- Develop coach and manage the Cloud Partner Specialist team to achieve regional business objectives and partnership goals
- Build & cultivate Executive-level relationships between AWS & MongoDB to create strategic alignment and close large-scale business
- Define and execute a robust NAMER & LATAM GTM strategy with AWS to proactively prospect identify qualify and develop a sales pipeline to and through our cloud partners
- Report to the VP WW Cloud and own all strategic and operational aspects of the AWS relationship
- Drive and oversee large and strategic deals in partnership with the MongoDB field sales partners and AWS sales teams
- Interlock with the Global Cloud Program team for backup support and pipeline generation
- Own the team's Quota for generating new business and uncovering new workloads/logos via cloud partners
- Ensure the team generates strategic joint pipeline with AWS and effectively supports the direct sales force on defined end-user sales pursuits
- Forecast co-sell Net ARR (Annual Recurring Revenue) and strategic new NARR by AWS to sales leadership on a weekly basis providing strategic insights and performance analysis
- 8+ years experience in a quota carrying direct strategic sales or partner/channel sales with a minimum of 3+ years of management or team leadership experience ideally with experience managing co-selling with the hyperscalers
- Solid experience in defining and executing pipeline generation strategies at a management level
- Proven experience working in and leading teams within a heavy sales matrix model
- Relevant experience and knowledge of open source enterprise software apps SaaS Database or Cloud Computing
- Excellent verbal written and presentation skills including the ability to communicate complex strategies to executive leadership
- Proven ability to lead teams through complex sales cycles demonstrating expert multiple stakeholder management
- Experience developing successful and scalable technology partnership programs
- Ability to engage influence and negotiate with C-Level executives
- Given the profile of this role we are looking for consistent overachievers and inspiring leaders
- Energetic resourceful upbeat entrepreneurial tenacious team player and effective leader. Passionate about people development
- Previous Sales Methodology training a plus (e.g. MEDDIC SPIN Challenger Sales)
- College degree in business economics engineering finance science math or similar
- Possess aptitude to learn quickly establish credibility and coach others. High EQ and self-aware
- The ability to work in fast paced environment be trusted to drive initiatives autonomously manage a team and gain buy-in from a wide collection of stakeholders
- Passionate about growing your career in the largest market in software and developing and maintaining an in-depth understanding of MongoDB products
MongoDB is built for change empowering our customers and our people to innovate at the speed of the market. We have redefined the database for the AI era enabling innovators to create transform and disrupt industries with software. MongoDB’s unified database platform the most widely available globally distributed database on the market helps organizations modernize legacy workloads embrace innovation and unleash AI. Our cloud-native platform MongoDB Atlas is the only globally distributed multi-cloud database and is available across AWS Google Cloud and Microsoft Azure.
With offices worldwide and over 60000 customers including 75% of the Fortune 100 and AI-native startups relying on MongoDB for their most important applications we’re powering the next era of software.
Our compass at MongoDB is our Leadership Commitment guiding how and why we make decisions show up for each other and win. It’s what makes us MongoDB.
To drive the personal growth and business impact of our employees we’re committed to developing a supportive and enriching culture for everyone. From employee affinity groups to fertility assistance and a generous parental leave policy we value our employees’ wellbeing and want to support them along every step of their professional and personal journeys. Learn more about what it’s like to work at MongoDB and help us make an impact on the world!
MongoDB is committed to providing any necessary accommodations for individuals with disabilities within our application and interview process. To request an accommodation due to a disability please inform your recruiter.
MongoDB Inc. provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type and makes all hiring decisions without regard to race color religion age sex national origin disability status genetics protected veteran status sexual orientation gender identity or expression or any other characteristic protected by federal state or local laws.
Req ID: 1273404370
MongoDB’s base salary range for this role is posted below. Compensation at the time of offer is unique to each candidate and based on a variety of factors such as skill set experience qualifications and work location. Salary is one part of MongoDB’s total compensation and benefits package. Other benefits for eligible employees may include: equity participation in the employee stock purchase program flexible paid time off 20 weeks fully-paid gender-neutral parental leave fertility and adoption assistance 401(k) plan mental health counseling access to transgender-inclusive health insurance coverage and health benefits offerings. Please note the base salary range listed below and the benefits in this paragraph are only applicable to U.S.-based candidates.
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The database market is big. How big? Well according to IDC it’ll reach $153 billion by 2027. And MongoDB is at the forefront of that innovation with thousands of customers across the globe. We empower developers and businesses to build and deploy the applications they want wherever they want.
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Employees engage in a combination of remote and on-site work.
MongoDB provides multiple working model options for our employees including the flexibility to work from home to opportunities for collaboration and social interaction in a MongoDB office.
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Date Posted
04/22/2026
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